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How Terrapinn used Saleswhale to add thousands of qualified leads to their pipeline in one year

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    65-70%

    Average Email Open Rate

    1,103

    Qualified Leads in a Year

65-70%

Average Email Open Rate

1,103

Qualified Leads in a Year

Company

Terrapinn is a global events company. Their events cover a wide range of industries, from education to telecoms to finance. They aim to promote innovation and technology that transform businesses.

www.terrapinn.com

Industry

Events

Headquarters

Singapore

The Customer

Terrapinn is a global events company.


Their events cover a wide range of industries, from education to telecoms to finance. Through events, Terrapinn aims to promote innovation and technology that transform businesses.

 

The Challenge

AI sales assistants now a mainstay in lead qualification

Sharon’s challenge was one that many marketing and revenue leaders are familiar with. How to ensure that marketing-generated leads get sufficient follow-ups until they are ready for sales conversations? She recounted,

“My sales team would tell me that they’ve reached out to the leads. Yes, but how many times have they reached out? In our industry, closing good-sized deals (from S$5,000 to S$100,000) requires getting prospects on the phone or meeting with them. It’s not enough to send emails.”

Sharon and her colleagues considered setting up an inside sales team. This team would reach out to leads, follow up regularly, and hand over the qualified leads to sales. But they never got round to it. Then, in April 2019, Sharon chanced upon Saleswhale in the tech news. She recalled,

"I saw Saleswhale’s Series A funding announcement. At first, I thought Saleswhale would be an interesting addition to one of our events.

Then I visited the Saleswhale website and realized that Saleswhale’s AI sales assistant could be the inside sales team that we wanted. I got on a call with Saleswhale within a day, and things happened fast after that."

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Saleswhale helps to shortcut the sales process. One of my salespeople is a huge advocate. She knows that if she builds a list of contacts, the AI sales assistant will reach them all and find the hot leads. It’s good for prospecting.I’d also recommend it for B2B marketing people. Especially those who want to find qualified prospects among their top-of-funnel leads.

Sharon Roessen Managing Director, Terrapinn Asia

The Solution

Using AI to scale lead outreach and qualification

For Sharon, signing up for a Saleswhale pilot was not a difficult decision. She said,


“The pilot costs about SG$3,500, which is about one month’s salary of a junior salesperson. Our AI sales assistant would reach out to between 3,500 to 4,000 contacts during the pilot period. It’s hard for a salesperson to reach out to that many leads and follow up with them consistently, in a short time.”


Saleswhale helped Terrapinn deploy an AI sales assistant that would engage leads at scale. For example, the AI sales assistant started email conversations with leads about buying exhibition and sponsorship packages. It then read their responses and qualified them. When a lead expressed interest in the packages, the AI sales assistant would route the lead to Terrapinn’s sales team. The sales team would then call or meet the lead.


Sharon said that it is crucial that the sales team was willing to follow up on the leads they got from the AI sales assistant.


“Initially, the reaction from sales was mixed. People were concerned that the AI sales assistant would steal sales from them.


I told them that they would benefit, as it was the AI sales assistant’s job to find qualified leads and pass these to sales. To kick things off, I worked with sales managers who were open to trying a new way of working.


Sales came around when they saw that the AI sales assistant got good results. Today, marketing and sales use Saleswhale software on a daily basis."


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The Results

1,103 qualified leads in a year

Sharon is thrilled with the results she’s gotten from Saleswhale. For one thing, her AI sales assistant gets about 65 to 70% open rates. That’s higher than emails sent by Eloqua, the marketing automation that Terrapinn uses.

More importantly, Terrapinn managed to get more meetings with interested prospects after deploying an AI sales assistant. Altogether, Terrapinn’s AI sales assistant added 1,103 qualified leads to the company’s pipeline in 2019.

For one event that Terrapinn ran in the Philippines, the AI sales assistant sent exhibition invitations to about 500 people in various companies worldwide. There was a 66% email open rate and by the end of the campaign, 18 qualified leads met with Terrapin’s sales team.

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